Job DescriptionHow will you make an impact in this role?This role is responsible for leading, retaining, and profitably growing a select portfolio of American Express' largest and most strategic global enterprise Commercial Card and payment clients.
You will serve as the strategic owner of a portfolio of large, complex global enterprise relationships, with end-to-end accountability for client strategy, profitable growth, retention, and relationship expansion. You will operate as a trusted advisor to senior Finance, Procurement, Treasury, and C-suite stakeholders, translating complex business and payments priorities into differentiated commercial strategies that grow share of wallet and deepen partnership. As the account leader, you will own the global account strategy and sales pipeline, lead complex commercial and contract negotiations, navigate critical client issues and escalations, and mobilize cross-functional teams across a highly matrixed global organization. Success requires strong commercial acumen, executive presence, consultative selling expertise, and the judgment to lead through complexity and take full accountability for client and business outcomes.
Responsibilities- Own the strategic account management and overall relationship strategy for a select portfolio of large, complex global and regional enterprise clients, with accountability for profitable growth, retention, and relationship expansion.
- Develop and execute comprehensive global account plans that establish strategic priorities, growth objectives, relationship strategies, measurable outcomes, and executive engagement plans.
- Build and deepen relationships across complex global client organizations, from program-level stakeholders to senior executives and C-suite leaders, positioning American Express as a strategic business and payments partner.
- Own and actively manage a robust sales pipeline across assigned accounts, identifying and advancing opportunities to increase share of wallet, generate net-new spend, and expand adoption of American Express products and solutions.
- Identify global and regional growth opportunities through proactive consultation and a deep understanding of each client's business, financial priorities, organizational structure, and end-to-end payments ecosystem.
- Lead and/or play a key role in complex commercial and contract negotiations, including contract renewals, pricing proposals, RFP responses, and other strategic client agreements.
- Develop a detailed understanding of client industries, business strategies, financial priorities, organizational objectives, and business risks, and align those needs with relevant American Express products, services, and capabilities.
- Provide strategic and consultative guidance to client stakeholders across Finance, Procurement, Treasury, and other functions to address business priorities and identify opportunities for growth.
- Lead through influence across a highly matrixed global organization, mobilizing internal stakeholders and subject matter experts to deliver against client priorities without relying on direct reporting authority.
- Partner across American Express global teams, including Client Management, Product, Operations and Servicing, Risk and Underwriting, Legal, Strategic Partnerships, and other functions, to deliver integrated solutions and ensure client expectations, service standards, and contractual obligations are met or exceeded.
- Navigate complex multinational client environments, balancing global strategies with local-market business requirements, regulatory considerations, risk and underwriting requirements, and operational needs.
- Serve as a senior point of contact for complex client issues and escalations, developing and driving coordinated action plans through resolution.
- Lead complex initiatives involving global systems and process integrations, evolving regulatory requirements, underwriting and risk considerations, and other cross-market dependencies using structured project, action, and risk-management plans as appropriate.
- Maintain a strong understanding of industry, competitive, and payments trends and translate those insights into strategic recommendations and growth opportunities for clients.
Qualifications- Demonstrated experience managing large, complex global enterprise clients, including relationships spanning multiple markets, business units, functions, and senior stakeholders.
- Proven strategic account management experience, with responsibility for developing and executing account strategies that drive client growth, retention, relationship expansion, and measurable commercial outcomes.
- Demonstrated experience with sales and pipeline ownership, including identifying, developing, and advancing multiple opportunities within existing enterprise accounts to drive incremental revenue, spend, and/or share of wallet.
- Experience participating in and/or leading complex contract negotiations, including contract renewals, pricing discussions, RFP responses, and other commercial agreements with large enterprise clients.
- Demonstrated ability to provide leadership through influence, successfully mobilizing cross-functional and geographically dispersed teams in highly matrixed organizations without direct reporting authority.
- Proven ability to develop trusted relationships and effectively engage with senior executives and C-suite stakeholders within complex global organizations.
- Strong commercial and financial acumen, with the ability to understand client business models, financial priorities, strategic objectives, and business challenges and translate them into actionable opportunities.
- Strong consultative and solution-selling capabilities, with demonstrated ability to uncover client needs, develop compelling value propositions, and progress opportunities from identification through execution.
- Experience navigating complex client initiatives involving multiple markets, stakeholders, products, systems, and/or business functions.
- Exceptional executive communication, presentation, and negotiation skills, with the ability to synthesize complex information and communicate clear, persuasive recommendations to senior audiences.
- Strong analytical, problem-solving, decision-making, and organizational skills.
- Demonstrated ability to manage complex client issues and escalations with sound judgment, urgency, and professionalism.
- Ability to work independently in a virtual environment while effectively collaborating with clients and colleagues across geographies and time zones.
Preferred Qualifications- 8+ years of strategic account management, relationship management, consultative sales, or business development experience supporting large global enterprise clients.
- Experience within Commercial Card, payments, B2B payments, transaction banking, treasury services, expense management, fintech, or another complex enterprise financial-services environment.
- Knowledge of Commercial Card, T&E, supplier payments, B2B payment solutions, and/or Procure-to-Pay processes.
- Experience working with senior Finance, Procurement, Treasury, or other corporate decision-makers.
- Understanding of corporate finance, accounting, treasury, finance operations, expense management solutions, and ERP/accounting systems.
- Experience with complex global contract management and negotiations involving multiple stakeholders and/or markets.
- Program and/or project management experience, particularly involving global and cross-functional teams.
- Knowledge of the competitive landscape within Commercial Card, payments, B2B payments, or Procure-to-Pay solutions.
- Understanding of Meetings and Events management or related payment solutions is a plus
Employment eligibility to work with American Express in the U.S. is required as the company will not pursue visa sponsorship for these positions.
The below represents the expected salary range for this job requisition. Ultimately, in determining your pay, we'll consider your location, experience, and other job-related factors.
